Senior Sales Manager- Clinical Trials

Senior Sales Manager

The Senior Sales Manager is a critical role focused on expanding Alcura's customer base across the United States. This position will target Clinical Research Organizations (CROs), pharmaceutical and biotech companies, with a primary emphasis on promoting Packaging, Labelling, Storage, and Distribution (PLSD) services, as well as Comparator medications and ancillary sourcing.

As the first US-based sales professional for the Alcura business, the individual will be responsible for building a strong presence in the market and leveraging their existing network of decision-makers in the clinical trials sector.

The role requires a self-starter with the ability to work independently while collaborating remotely with global and affiliate teams.

This individual will play a pivotal role in positioning us as a trusted provider of clinical trial solutions in the US.

The successful candidate will need to demonstrate professional gravitas when engaging with senior executives (C-Suite) within a highly specialized customer base, including CROs, pharmaceutical and biotech companies. They will also need to navigate a matrixed organization internally, working closely with teams in the US, UK and Europe.

Responsibilities include:

• Leverage an existing network of contacts and decision-makers in the clinical trials sector to generate new business opportunities.
• Promote US-based clinical trial services, including Packaging, Labelling, Storage, and Distribution (PLSD), Comparator medications, and ancillary sourcing.
• Develop and execute a strategic sales plan to establish presence in the US market, targeting CROs, pharmaceutical and biotech companies.
• Build and maintain strong relationships with senior-level stakeholders (C-Suite) to influence commercial opportunities and decision-making.
• Confidently present services and value proposition, demonstrating professional gravitas in all client interactions.

Customer Relationship Management includes:

• Serve as the primary point of contact for US clients, ensuring seamless communication across global teams.
• Manage the entire sales cycle, from prospecting and lead generation to closing deals, while maintaining strong customer relationships.
• Lead client meetings, sales pitches, and quarterly business reviews, preparing agendas and consolidating input from internal teams.

Collaboration and Cross-Functional Coordination includes:

• Work closely with sales peers and teams across Europe.
• Collaborate with commercial teams across affiliates to provide a comprehensive customer approach.
• Represent company at trade events engaging with potential leads.

Operational Support and Data Management includes:

• Utilize data tools to identify and research prospective clients, supporting targeted sales pitches.
• Track pipeline opportunities, support quoting teams, and present comprehensive quotes and supply plans to clients.
• Oversee smooth transitions from quote award to project management, ensuring client needs are fully understood and addressed.
• Accompany clients on site tours of the US depot, alongside the operations team, to showcase capabilities.

Strategic Input includes:

• Provide customer insights and feedback to shape US market strategy and annual planning decisions.
• Actively contribute to continuous improvement initiatives, sharing lessons learned to enhance global processes.

Education:

• Bachelor's degree or equivalent preferable, but career experience considered.

Experience:

• Minimum 8 years of experience in business development and global customer relationship management, with a focus on the clinical trials sector.
• Proven track record of managing senior-level client relationships and driving revenue growth.
• Experience working with CROs, pharmaceutical and biotech companies in an international context.
• Familiarity with clinical supply logistics is a plus.

Skills & Abilities:

• Established network of decision-makers in the clinical trials sector, including CROs, pharmaceutical and biotech companies.
• Strong presenting and selling capabilities, with the ability to simplify complex concepts for diverse audiences.
• Excellent communication and presentation skills, with the ability to engage confidently with senior executives (C-Suite) and adapt to various cultural and organizational contexts.
• Self-motivated and tenacious, capable of working independently.
• High level of professional gravitas, diplomacy, and negotiation skills to build trust with clients and internal teams.
• Proficiency in Microsoft Office suite and use of sales tools such as Salesforce and LinkedIn Sales Navigator.
• Strong problem-solving abilities, attention to detail, and a proactive approach to identifying and addressing client needs.
• Willingness to roll up sleeves and independently gather data to support sales efforts.
• Ability to travel up to 40% for client visits and internal meetings (domestic and international).